“Generate the leads, enroll people authentically and then serve them at a high level. That allows transformation for your clients and the ability to have the impact you want.” - Peter Frumenti (23:32 - 23:43)

Peter Frumenti & Tony Banta

Scaling Transformation

Stop chasing rabbits.

There is a Chinese proverb that reads, “A man who chases two rabbits, catches none.” Right as it might be, it is challenging to dedicate time to a specific venture in a society that encourages entrepreneurship as a jack of all trades, and a master of none. Now is the time to stop juggling and reassess. However, how can you choose just one rabbit? We have been asking ourselves this same question over the past couple of weeks.

Though we each have our own ventures, our values and goals align. Together we have created a successful authentic enrollment process that both amplifies the leader and encourages a mastermind effect. Out of our six-week intensive clients, 100% have seen an increased ROI. There is a hunger that perhaps even you are feeling, something that needs fixing within the market, and the results are in. You are capable of so much more.

“The reality is, if you’re paying attention, there is opportunity everywhere.” - Tony Banta (24:23 - 24:28)

Everything you need is already inside of you with opportunity in front of you. Stop overcomplicating things and remove your business from the dangers of a holding pattern. Take a moment to reflect on the essence of your foundation. Have you been planting your seeds of community in a passionate, good soil? Have you been watering and fertilizing regularly with your values and beliefs? You, your team, and your clients can only grow from strong roots. Thus, it is imperative to keep a laser focus on one project at a time.

Choose wisely.

When you strategically focus your drive in one direction, you can fully expand upon a project’s potential. However, the reality is that even in partnership with double the amount of hands to work, some projects must be left behind. Yes, prepare to kill some darlings to chase that one beautiful rabbit. Ask yourself, what projects can I close? What projects can I let go? If so, what fun new projects can be pursued in their place? Then, set to work with designing a plan of action. Stay focused on your sales process, client fulfillment, marketing, and leads. Everything must be on-point to come together.

All of your backing programs, partnership deals, and high-level clients will reap the rewards of your dedication. Strive to build an accountable network of dependability to nurture stability and build success. Soon branches of believers will grow in a mastermind effect. These are the believers who will be nothing but eager to continue innovating something worthwhile with you.

A considerable amount of work will have to be put in with the continuation of client calls. However, the juggling of many will cease to the maintenance of one. The rewards will come in faster than you think. Even in our chase as partners, we have recently hit a seven-figure run rate for the first time. So we will just come out and say it: we make a killer team and are ready for something different.

“If you can’t make a sale, you can’t make a business.”

- Tony Banta (35:22 - 35:25)

This is not goodbye.

It is just a return to the basics of sales, where good business begins. This April we will be launching a new podcast in uncovering the ins and outs of the “what” and “how” of our authentic enrollment process. As partners, we can aid you in your journey to creating a sustainable business with a lasting legacy. Our goal is to empower you with the necessary tools of attraction to sell yourself and your business. Master sales and you will master business.

Do you want to feel good about your business every day?

Focus on one rabbit and start chasing.

How to get involved

• Join us as we announce the launching of our new podcast this April by following along on our official Scaling Transformation Facebook Group

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“Your goals are your goals. What does matter is that you've got something that can sustain you, that can work without you and you can grow it.” Peter Frumenti  (2:50)

Everyone loves a good success story. We love the “rags to riches” underdogs who rise from the ashes. We love the tale of a solo entrepreneur who bootstraps his business and finds himself the owner and CEO of a major, seven-figure business. It’s easy to look at the beginning and end of these stories and gloss over the middle. The recipe for success isn’t found in that lowly beginning, or in the massive growth and fortune. The way to the top is found in the hustle of the middle. If we want to follow in the footsteps of the greats, we have to break down the principles they followed to get to their place of longlasting, sustainable success.

“You could do anything you put your mind to if you don't give up. So what's next? Bring it on. And if you have that attitude, the rest becomes much easier.” - Peter Frumenti  (17:30)

The steps of a successful service provider all lead towards goals revolving around efficient operations and great results. Your entrepreneurial journey will be unique. However, there are a few crucial steps that can be universally applied.

• Give value. Start out giving value to the people around you. How do you help them? Most entrepreneurs start here at low prices and with no real trajectory. Everything is based on solving problems for your people.
• Value Yourself. If you are solving problems of value, you should be selling at a high enough cost, and doing so consistently and with intention.
• Develop Your Ability and Mindset Surrounding Sales. Selling is an extension of serving. When you sell to your clients, it forms a necessary part of giving them what they need. Sales is about being of service, not tactics.
• Be realistic about the roadblocks. No matter how well you're doing, you will run up against obstacles and bumps in the road. Expecting these and believing in your ability to figure out solutions is key.
• Scale smart. Be sure you are able to serve all the people you enroll. When you oversell, something has to give, whether it's your health, time with your family, or the value you provide.
• Be a leader. Don't hide from your clients. Leadership is a radical responsibility, and lack of belief in yourself and your work will affect your team and your clients. Sometimes that means you must be vulnerable, honest, and willing to receive help.
• Set boundaries. Your systems guide your business and keep everyone on track. When you encounter a client who tests the safeguards, be firm. It's often the best way to be of service.
• Scale your sales team. Your people sustain your work, and employees stick around far longer than clients do. Be sure your team base works well and stays steady.

“Telling clients, ‘this is possible and I don't care what it takes, I'm going to stand here with you. We're going to make sure you get a result.’ That takes courage.” - Tony Banta  (33:50)

A famous Chinese proverb tells us, “a journey of a thousand miles begins with a single step.” The road to success in your business may seem rocky, and daunting, and one thousand miles long. This week, instead of being overwhelmed with the big picture, take a look at this list. Which step have you overlooked, and what is one thing you can do to change that? Take a single step.

Some Topics we talk about in this episode:

• Introduction - 0:45
• The Entrepreneur's Journey - 1:25
• Adding Value - 6:30
• Sales is Service - 13:35
• Client Results - 18:00
• Getting Stuck in Scaling - 24:30
• Leadership - 28:45
• Setting Boundaries - 40:15
• The Best Clients - 46:30
• Wrap-up and Takeaways - 50:00

How to get involved

• You aren’t alone on this journey. Find a community of like-minded entrepreneurs in the official Scaling Transformation Facebook Group.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“We want to take people out of pain and make people feel better… When we take away their pain, we don’t allow them to feel the thing that is going to be the cause of transformation.”

- Peter

How often do you avoid speaking the truth in order to avoid confrontation? Most of us do it more often than we’d like to admit. This pesky habit could be costing you sales, costing you clients, and costing you long-term results. When you become willing to go deep, you open the door to meet the needs of others in a way that serves both you and the client.

“If you are uncomfortable with human emotion then you should second guess if you can cut it in the world of the transformation economy.” - Tony

The necessity to go deep begins long before we ever make the sale. In fact, the only difference between an individual being a client and a prospect is the exchange of money. The best place to start in going deep with individuals is to begin viewing every person you have on the phone as an actual client. You’ll find yourself more aligned with listening for an individual’s pain, and helping to solve it, if you are less consumed with making a sale.

Why do we avoid going deep? What causes us to miss the pain that others are sharing? Most often this happens because of two different factors. First, pain is uncomfortable. If we allow ourselves to hear the pain of others, we can then feel responsible and it becomes our pain as well. However, if you have a solution to the problem, you have the incredible opportunity to walk the person out of their pain. The second reason is that too often we aren’t actually listening. Clients desire our help, and they want to share their pain with us, and almost always, they do. But, we are too busy to hear it. If the emotional part of a client doesn’t feel heard, that is the part that is going to sabotage the sale every single time.

Why do we start with our sales conversations? If you are avoiding confrontation in sales, you are probably avoiding confrontation in the day-to-day interactions in your business. You can’t avoid confrontation forever, and it’s possible you live in the extremes. Do you find yourself being passive and saying “yes,” until your “no” becomes explosive? Avoiding confrontation in the present will make the inevitable future confrontation ten times worse.

“‘Synergy.’ It doesn’t need to be my way or your way, but our needs can be accomplished in a way that serves both of us.” - Tony

The best way to recognize if you are failing to go deep with clients is to go back and review your sales calls. Are you present with the clients? Listen through the conversation and identify the moment when the client reveals his or her pain. Then listen for the next question you asked. Did you empathize with the client in that moment? Were you present with them in their pain? Or did you avoid it, brush over it, or focus in on the technical details instead of the emotions?

If you listen through your conversations and feel stumped, it may be time to get some help! Find a professional to help you analyze your actions. It may be as simple as learning how to listen. This is about so much more than making a sale. When you are able to go deep, you are setting your client up for success. Are you willing to do whatever it takes to have real conversations and create real change?

Some Topics we talk about in this episode:

• Introduction - 0:41
• It Starts with the Sales Call - 4:23
• What Gets in the Way of Going Deep? - 9:35
• How to Tap into Synergy - 25:50
• The Symptom isn’t the Problem - 32:56
• Wrap-up and Takeaways - 41:08

How to get involved

• If you need help learning how to go deep in conversations with clients, the best place to start is in Scaling Transformation. Surround yourself with a community that can help you figure it out!
• Learn more about yourself, and become more equipped to help others. In this episode, Tony and Peter mentioned the DiSC Assessment. If you are interested in learning more, you can take a free assessment here.
• We discussed some valuable resources in this week’s episode. Check out one of them here.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“When systems are used at their best, we get to leverage the mistakes and undesirable results so that we can optimize what the future has in store.” - Tony

Most people became entrepreneurs so they could finally stop being a cog in someone else’s machine. If that’s the truth, then why do we also see most entrepreneurs chained to their phone and laptop, feeling that results are dependant on their super-secret-special sauce that only they can deliver? Systems are the best way to yield effective and consistent results and lead the way to the freedom that we desire.

So many uninformed entrepreneurs will tell you the definition of systems is the automation you create so you don’t have to do much work. This is simply not accurate. Automation is a component that can be utilized to make systems faster. However, a system is the infrastructure, the actual steps put in place to make sure the critical assets of our businesses don’t fall through the cracks. When we don’t have a good understanding of systems, we can end up being just another cog in our own machine. Freedom is found when we understand the fundamentals of a system, take the time to make sure they are working properly, and continually be driven to bring new innovation into our business.

”Systemization is seeing something go awry and then saying, ‘how are we going to change this so we get an optimal result from now on?’” - Peter

A lot of people desire to be more proactive in their system creation. While this is possible to an extent, it’s impossible to fine-tune your methods without the results. In other words, you can’t understand what sucks until something goes wrong. The great news is, when something fails, you create a system so it doesn’t have to suck ever again.  

So, how do we begin to systematize your business?

1. Understand that there is nothing magical about your contribution to your business. Some aspects of our success we attribute to our “intuition.” However, all things can be systematized.
2. Collect data and codify your results. Be intentional about analyzing the metrics of your business. Identify what works and why.   
3. Optimize effectiveness. When you do begin to systematize, you will naturally dilute the effectiveness of your business while you transition. If you build up the effectiveness, the quality of your services won’t suffer.
4. Get yourself out of as many things as possible. If it isn’t something that only you can do, if it’s not a step towards further innovation or growth, then you shouldn’t be doing it.
5. Segment client paths. In order to duplicate yourself, and have others run a system, it’s important to reduce as many variables as possible. Identifying the typical paths your clients take can help with this. Then, speed up these tracks as much as possible. Fine tune the systems for efficiency.

“Intuition is nothing but a complicated system.” - Tony

There are several incredible resources that can help as you learn more about systems and implementing systems in your business. Below are a couple of our favorites.

The Lean Startup - This book is a must for anyone in the transformational industry. It is so prescriptive for our time, and gives insight into starting and managing a startup.

Psycho-Cybernetics - Psycho-Cybernetics is a classic. It has incredible insight into so many aspects of business, how we operate, and the psychology behind our need for systems.

Some Topics we talk about in this episode:

• Introduction - 0:43
• The Misconception Surrounding Systems - 3:45
• How to Set Up a System Preemptively - 9:34
• Automating in the Midst of a Complex Service - 14:12
• Beginning the Systemization Process - 25:02
• When Scaling Impact Isn’t the Priority - 38:03
• Levels of Delegation - 40:25
• Wrap-up and Takeaways - 48:12

How to get involved

• Join us in the official Scaling Transformation Facebook Group

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“The scary part about leadership is that you sometimes have to walk a walk you haven’t walked before.”

Following last episode’s theme of discussing innovation, Tony and Peter begin this week talking about leadership as the key piece of innovation. Badly-led programs often impact their clients’ trust going forward, and entrepreneurs striving to do transformational work often encounter this with their prospects.

A really effective program is one that set its clients up to be led, and filters out clients who are not “lead-able.” Clarity and vision are important leadership qualities, which enable clients to succeed and accomplish real, positive change.

”There are no mistakes along this journey of innovation. The only real mistakes are value mistakes: Mistakes that expose greediness, a lack of caring, and a lack of adherence to that ‘why.’”

Entrepreneurs can easily be tempted to “outsource leadership.” While it is necessary to bring in quality help for functions of your business, beware of taking someone on to transfer blame and responsibility when things go wrong. At the end of the day, you are the architect of your business, you built your team, and you’re the leader.

Self-leadership is also important and you must follow through to set the right example for your clients, team members and prospects alike.

Setting boundaries in your business is key. Boundaries empower the people you work with by putting the expectation of success on them, rather than allowing them to shift that expectation and the risk onto you.

“Preeminence is this idea that we are the preeminent leader, and we are going to serve clients before there is any exchange of money, before they are even a client. The only thing that we need to serve  a client is their permission in saying, ‘Yes, I need help, and yes, I want to be served.’”

The other big concept to consider is the “nightmare client.” This is the client who drains your resources and energy, and leaves you puzzled. There are two points where the nightmare client originates:

1. From your desire for a sale over leading a client: A profit-first attitude may cause you to ignore red flags, accept clients you can’t help, and waste your bandwidth.
2. Relinquishing the leadership role: Hard decisions and conversations are occasionally necessary, and being a leader means putting aside your fear of uncertainty, stepping away from toxic clients, asking difficult questions, and enforcing boundaries.

Ultimately, the answer is your devotion to your “why,” your reason for being in business at all should always be your benchmark. If you can’t ask the hard questions, take ownership of your role as a leader, and devote yourself to the success of your clients, then innovation and true leadership aren’t in your future.

This wraps up our 2-part study on innovation. Keep an ear out for the next episode of Scaling Transformation with Tony Banta and Peter Frumenti!

Some Topics we discuss in this episode:

• Introduction - 0:42
• Leadership and Lack Thereof - 0:40
• What’s Your “Why”? - 6:05
• Self-Leadership - 11:00
• When Does Leadership Start? - 15:45
• Nightmare Clients - 21:00
• Wrap-up and Takeaways - 28:00

How to get involved

• Join us in the official Scaling Transformation Facebook Group

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“All that innovation is, is creating new value - specifically, creating longer-lasting assets of value. So, rather than solving one person’s problem, creating a tool that can solve a thousand people’s problems.”

2019 is upon us, and Tony and Peter are ready to help listeners start the year off right with a discussion of innovation - specifically, why innovation is absolutely crucial for those who don’t want to find their business swept away by competition.

First up, the temptation to listen to less-than-experts who lean on scarcity plays to build their audience. No doubt, the last quarter of 2018 has been rocky, and this leaves the future of the economy uncertain for a lot of people. Everyone wonders when the crash will be, but this week the guys want to talk about the massive shift being visited upon coaches and consultants at the present moment. This is the shift away from the information age, towards the “transformation economy.” If you’re not doing transformational work, you’ll quickly be left behind.

Peter also touches on his and Tony’s experience innovating and the anxiety of being on the cutting edge, as well as how to settle it.

Also discussed is the true nature of innovation (and how accessible it can be - spoiler alert: you’ve been doing it all along), and the fact that the key to real information and transformation lies in continuing to get feedback from the people you serve.

“People think innovation is this magical thing that happens deep in the design studio of Apple, and that couldn’t be further from the truth. Some of the most impactful innovations are just ordinary people realizing that they’ve solved the problem and then helping other people solve that problem in a way that’s easy and impactful for their lives.”

It turns out that even pasta was created on several continents at once, so there is indeed a shelf-life on innovation. You should not be competing with others, you should be competing with yourself.

Tony and Peter also confront the complacency that can find its way into the struggle to innovate, and focusing on ads and technology rather than transformational service and making sure you’re getting results for your customers (which leads to priceless word-of-mouth).

“You need to celebrate those wins. You need to celebrate the meaningful impact that you and your company are making by continually innovating.”

Transformational work also increases the value of your business, as it opens up your options for pricing and skyrockets your client value. The guys even open up a sneak peek about the 5 steps they go through with each client:

1. Identify waste in your business - Never let success blind you to what other things may not be working. Balance is key.
2. Creating assets to reduce waste - Once the waste has been identified, you need to create a lasting asset that will outlive you. This is something digestible that will move your client forward without even involving you. That way you can work on guiding your clients after they’ve implemented the asset.
3. Listen to the client problems - Constantly improve the assets based on client feedback. This allows you to laser-focus on what really needs work.
4. Go deeper and more specific - Craft the tools that solve the real issues your clients are having. Solve problems at an ever-higher level.
5. Rinse and repeat - Don’t repeat the same value, mind you. Repeat the process of innovating to create more value and real transformations.

These are the steps Tony and Peter follow to stay absolutely uncatchable and serving their people at the highest level possible. This is a big topic, so the guys will be back with a second episode on leadership and preeminence. Stay connected to get more high-value insight!

Some Topics we talk about in this episode:

• Introduction - 0:00
• Looking Ahead to 2019 - 1:15
• Beware of Bad Advice - 2:33
• The Transformation Economy - 3:45
• Innovation and Value - 5:50
• Your Stuff Will Get Stolen - 8:45
• Results, Not Marketing - 13:00
• 5 Steps for Client Value - 15:35
• Teasers for Next Time - 25:00
• Wrap-up and Takeaways - 30:00

How to get involved

• Join us in the official Scaling Transformation Facebook Group

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

”Selling is actually a really good thing when it’s done authentically, and done from a place of caring about the person that you’re working with.” - Peter

If you were to ask an entrepreneur the worst possible thing you could call them, there’s a good chance the reply would be a “salesperson.” That term conjures up images of a sleazy car salesman trying to pawn lemons on unsuspecting shoppers, or that rude appliance salesman who takes your “no” so personally that he physically tries to keep you from leaving the store. That’s not you. I bet we can safely assume that you became an entrepreneur to impact the lives of others, to add value, not con or force people into giving you their money. How do we shift our mindset around sales, so that we can up our client conversion, and make a greater difference?

“I’m trying to give someone value for value, and I don’t want to do it unless the value I’m giving them is equal to or exceeds the value they’re giving me. And if you look at sales from that perspective, it doesn’t matter what you’re selling, you can do it authentically, and you can have a positive impact on the people you are working with.” - Peter

We’ve been conditioned from childhood that talking about money is taboo. It’s this mindset that can stand in the way when we’re asking someone to enroll in our service or program. There’s a good chance that the times you have been sold to authentically, you didn’t even register it, because it was someone who was helping you towards your goals. Instead of sales rendered, and cash for services, you remember that value was exchanged.

“The best thing you can do for transformation is to have the real conversation, even when it’s hard. That doesn’t mean push somebody into buying something. It means ask good questions to figure out what their plan is, and what they’re going to do if they don’t work with you.” - Peter

In this episode, we’ll talk step-by-step through the ideal sales scenario. You have the power to offer a transformative experience to people who are in need of your service. There are individuals out there who have exhausted their efforts trying to figure things out on their own. Twenty minutes of courage can change the life of your potential client, and the lives those clients will impact. Learn more in this week’s episode.

Some Topics we talk about in this episode:

• Introduction - 0:38
• Why Does Selling Have Such a Negative Connotation? - 7:46
• Shifting Your Language Around Sales - 11:02
• How to Overcome the Limiting Beliefs Around Sales - 13:25
• The Courage it Takes to Scale Transformation - 20:58
• Authentic Enrollment - 29:41
• Post-Sale Guilt - 36:58
• How to Get an Off-Track Client Re-Enrolled - 41:59
• Wrap-up and Takeaways - 52:13

How to get involved

• Join the conversation on our Facebook group, Scaling Transformation.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback, and we’d love for you to help us spread the word!

“Authenticity... will always serve you and your clients far better than trying to put on a show.” - Peter

This week on the Scaling Transformation podcast, we’re talking about authenticity, and the effect fake authenticity can have on your business. Being in the transformation economy, we are inundated with the “success” of coaches and consultants on social media. However, we have seen firsthand that the guy standing in front of his Lamborghini isn’t necessarily making record-breaking sales. Our scope of others in our field is very two-dimensional. Rarely do we ever see them in person, we just catch glimpses of their ads and flashy pictures.

”We all compare our insides to everybody’s outsides… the reality is everybody has their inadequacies and imposter thoughts.” - Tony

The truth is, when you try to fake authenticity, you don’t really fool anyone. A lot of people are trying to “fake it till they make it,” but the energy that you give off to clients sends a message to your potential clients. Developing trust is a crucial part of the success in the transformation economy, and people can’t trust someone they don’t know.

“The number one thing that you can do to sabotage yourself is to not believe that something you’re doing is going to work” - Peter

So, how do we develop confidence in our business, and have the ability to innovate and continually grow our business? At the heart of this economy is the belief that transformation is possible. Authenticity is the doorway to get to that transformation. The success in your business needs to develop from the inside out. The only thing required to be an expert to your clients is to be one step ahead. Just one. Listen in to learn more about authenticity, the ways we fake authenticity, and the importance of belief that facilitates your clients’ trust.

“It doesn’t matter how many results you have, we all still have some of those inadequacies at times... It’s refreshing when I've worked with mentors who have been totally authentic about where they’re at and the struggles they’ve had... and the lessons they have learned from that experience. That’s more valuable than putting forth a message that everything is perfect.” - Peter

Some Topics we talk about in this episode:

• Introduction - 0:38
• What is Inauthenticity? - 2:42
• What is the Drive for Fake Authenticity - 7:57
• How Does Fake Authenticity Affect Sales Calls - 13:55
• Authenticity, Belief, and Vulnerability - 19:05
• How This Podcast is an Example of Authenticity - 34:48
• Wrap-up and Takeaways - 40:30

How to get involved

• Join the conversation on our Facebook group, Scaling Transformation.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

”In high innovation areas, more and more the innovation is happening outside of the spheres where traditional validation came from…  those certifications, apprenticeships, validators, degrees, they don’t matter the same way.” - Tony

This week on Scaling Transformation, we’re peeking behind the curtain of Imposter Syndrome. The truth is, unless you are a sociopath or are completely stagnant in your business, you have experienced Imposter Syndrome at some point in time. The Transformation Economy is full of innovation, in fact, it’s hard to keep up sometimes. As our businesses grow, we are often pioneers in uncharted territory. Often to stay ahead of the curve and to find solutions for our clients’ needs, we are continually evolving and implementing new strategies. So, what gives us the right to be an expert?  

“The best currency you can have is client results.”

Results. The results we offer give the foundation needed to consider ourselves experts. The results don’t necessarily have to be direct. The knowledge you are acquiring and your willingness to continue innovating are indicative of great leadership, and this is what your clients are after.

Sometimes Imposter Syndrome can creep up when we begin looking at our offer and believing that it’s something anyone could do. Maybe. Maybe it’s something your clients could do themselves. But they aren’t, and they won’t.

“It would be a shame for you to stay small because you want to stay safe. ” - Tony

The bottom line is this, it is completely normal and understandable to question yourself as you grow your business. This makes you a human. If you stay stuck in the fear of charging someone for a service, you are going to struggle to make sales. To be successful, you have to develop the culture of belief that you are capable and that you have something of worth to offer clients.

After you listen to this episode, join us in the Scaling Transformation Facebook Group this week to continue the conversation. Where do you feel like an imposter? What has worked for you in business, and where have you lacked confidence?

Some Topics we talk about in this episode:

• Introduction - 0:36
• Tony’s Recent Success with Sales Strategy - 4:23
• Keeping Integrity while Innovating - 9:52
• Is College Necessary? - 12:04
• How to Be Confident in Results When You Are Beginning Your Business - 19:41
• How to Sell Without the Results - 27:52
• Imposter Syndrome Means You Are Not a Sociopath - 34:16
• Wrap-up and Takeaways - 41:38

How to get involved

• Join the conversation on our Facebook group, Scaling Transformation.

If you liked this episode, be sure to subscribe and leave a quick review on iTunes. It would mean the world to hear your feedback and we’d love for you to help us spread the word!

“The idea of transformation is the deeper meaning about what we’re all doing. It’s not just that we provide a little bit of value or help the client ROI. Those of us that are really successful with client results in this industry, forever change the trajectory of our client’s lives. That is a transformative impact.” - Tony

Welcome to the inaugural episode of Scaling Transformation. We want to invite you into the conversations that we are having about the transformation industry. Our hope is that these dialogues will spark a transformation in your business; and that you will leave each episode with intel you can implement in your business. The goal of this podcast is to help you hone the skills that lead to sales, give results to your clients so your business continues to grow, and create transformative results.

“Continued growth is dependant on continual innovation.” - Peter

In this first episode, the goal is to zoom out and give you a broader perspective of what is happening around you in the industry of coaching and consulting. Many times we can get stuck with our heads down, focusing on our own area of business, completely unaware of the current trends. That’s where we come in. The statistics about the current value of the transformative economy, which includes coaching, consulting, and freelance businesses, will probably surprise you. Being more aware of current trends can help you shape your business in a way that will yield greater results and more sustainability.  

“Information versus transformation is the difference… Part of that is looking at what your clients need to succeed. Giving them the information, and giving it to them in such a way that they are able to take it, use it, get value from it, and implement it.” - Peter

The transformation economy is a multibillion-dollar industry and growing. So many people are pursuing this avenue, and are looking to exchange ideas to make an impact on the world. In the midst of all of this growth, there is an incredible opportunity for you to scale your business. Listen in to hear more about adding value to your clients, implementing higher ticket programs, keeping refund rates down, and taking responsibility for client success (or failure).  

Our challenge for you this week is this, what are you taking responsibility for in your business to grow, take the brilliance you possess, and turn it into changed lives?  

”If there is no transformation, there is no value.” - Tony

We hit you with a lot of statistics this episode. Below is a list of our references so you can check them out for yourself. This is a list of the annual revenues of some of the markets that comprise the transformative industry.

• (IbisWorld Reviews) - The entire coaching/consulting industry is a $1 trillion industry

• Education Consulting - $2B
• It Security Consulting - $13B
• Business Coaching - $10B
• Oil & Gas Consulting - $4B
• HR Consulting - $23B
• Marketing Consulting - $55B
• Management Consulting - $241B
• IT Consulting - $439B

Some Topics we talk about in this episode:

• Introduction - 0:10
• What Does Scaling Transformation Mean? - 5:02
• Transformation is a Trillion Dollar Industry?! - 16:08
• The Two-Fold Strategy to See Success in Your Business - 25:32
• Accurately Assessing the Value of Your Offer - 38:25
• How Do We Handle Refunds? - 45:22
• Who is Responsible for Client Success? - 53:37
• Wrap-up and Takeaways - 1:03:43

How to get involved

• Join the conversation in the Scaling Transformation Facebook Group. Help Tony and Peter build a community of individuals that are making an impact.

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